SlideShare uma empresa Scribd logo
1 de 50
Baixar para ler offline
Negotiations:  Ed Wertheim ,[object Object],[object Object],[object Object]
A negotiation is… ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Dispute Resolution Spectrum Party Control Third Party Control Negotiate Mediate Arbitrate Litigate
Negotiating Styles Concern for  Other person Concern for self Avoiding Compromising Competing Distributive “ Win-lose” Integrative Collaborating Problem solving ”win-win” Yielding/ Accomodating High Low Low High Assertion
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
This is a mostly non-verbal negotiation, but done in consciously structured and effective way ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Points to remember ,[object Object],[object Object],[object Object],[object Object],[object Object]
When we use each stle ,[object Object],[object Object],[object Object]
When a style might be used ,[object Object],[object Object]
Tendency when faced with conflict ,[object Object],[object Object],[object Object],[object Object],[object Object]
We will focus on  ,[object Object],[object Object]
The Competitive Bargainer ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
The elements  of Integrative (win-win) Negotiations ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Keys to Win-Win negotiation ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Strategic Planning ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Strategic Planning ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Strategic Planning ,[object Object],[object Object],[object Object]
Goals ,[object Object],[object Object],[object Object],[object Object]
Goals ,[object Object],[object Object]
Interests ,[object Object],[object Object],[object Object]
Interests ,[object Object],[object Object],[object Object],[object Object],[object Object]
Interests: the “Iceberg” Positions Issues Interests
BATNA ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Know their BATNA ,[object Object],[object Object]
Inventing options for Mutual Gain ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Authoritative (legitimate) Standards ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Relationships ,[object Object],[object Object]
Communication ,[object Object],[object Object],[object Object],[object Object]
Commitment ,[object Object]
Leverage ,[object Object],[object Object],[object Object],[object Object],[object Object]
Social Influences on Negotiation ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Preparing to negotiate ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Preparation pointers ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Developing a Strategy ,[object Object],[object Object],[object Object],[object Object],[object Object]
Thinking about Relationships ,[object Object],[object Object],[object Object]
Thinking about Interests and Options ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Negotiating Behaviors ,[object Object],[object Object],[object Object],[object Object],[object Object]
Example of open ended questions ,[object Object],[object Object],[object Object],[object Object]
Active Listening ,[object Object],[object Object],[object Object],[object Object]
Negotiation Psychology-biases ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
psychology ,[object Object],[object Object],[object Object]
Your sources of power ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Avoiding Impasse ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Don’t ,[object Object],[object Object],[object Object],[object Object]
Practice good etiquette ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Review the Negotiation ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Suggested Readings ,[object Object],[object Object],[object Object],[object Object]
Resources  ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Final Advice ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object]

Mais conteúdo relacionado

Mais procurados

Chart of interests
Chart of interestsChart of interests
Chart of interestsJay Wu
 
International culture negotiation
International culture negotiationInternational culture negotiation
International culture negotiationharvardwu
 
Martin Gerstel - The Art of Negotiation
Martin Gerstel -  The Art of NegotiationMartin Gerstel -  The Art of Negotiation
Martin Gerstel - The Art of NegotiationMIT Forum of Israel
 
Negotiation- A Trial Lawyer's Negotiation Secrets!
Negotiation- A Trial Lawyer's Negotiation Secrets!Negotiation- A Trial Lawyer's Negotiation Secrets!
Negotiation- A Trial Lawyer's Negotiation Secrets!Mitch Jackson
 
Stick to Your Guns in Negotiations
Stick to Your Guns in NegotiationsStick to Your Guns in Negotiations
Stick to Your Guns in NegotiationsManage Train Learn
 
Introduction of International Business Negotiation
Introduction of International Business NegotiationIntroduction of International Business Negotiation
Introduction of International Business Negotiationnalisa
 
Negotiations - the art of getting things done
Negotiations - the art of getting things doneNegotiations - the art of getting things done
Negotiations - the art of getting things doneRajThilak
 
Negotiating wisely for a positive outcome
Negotiating wisely for a positive outcomeNegotiating wisely for a positive outcome
Negotiating wisely for a positive outcomeChelse Benham
 
The Ultimate Contract Negotiation Guide
The Ultimate Contract Negotiation GuideThe Ultimate Contract Negotiation Guide
The Ultimate Contract Negotiation GuideEdwin J. Goitia
 
Negotiation skills
Negotiation skillsNegotiation skills
Negotiation skillsKevin Thomas
 
My Personal Negotiation style
My Personal Negotiation styleMy Personal Negotiation style
My Personal Negotiation styleAliaksey Narko
 

Mais procurados (20)

Chart of interests
Chart of interestsChart of interests
Chart of interests
 
Getting to Yes
Getting to Yes Getting to Yes
Getting to Yes
 
International culture negotiation
International culture negotiationInternational culture negotiation
International culture negotiation
 
Martin Gerstel - The Art of Negotiation
Martin Gerstel -  The Art of NegotiationMartin Gerstel -  The Art of Negotiation
Martin Gerstel - The Art of Negotiation
 
Negotiation
NegotiationNegotiation
Negotiation
 
Effective Negotiation
Effective NegotiationEffective Negotiation
Effective Negotiation
 
Negotiation- A Trial Lawyer's Negotiation Secrets!
Negotiation- A Trial Lawyer's Negotiation Secrets!Negotiation- A Trial Lawyer's Negotiation Secrets!
Negotiation- A Trial Lawyer's Negotiation Secrets!
 
Stick to Your Guns in Negotiations
Stick to Your Guns in NegotiationsStick to Your Guns in Negotiations
Stick to Your Guns in Negotiations
 
Negotiation Skills
Negotiation SkillsNegotiation Skills
Negotiation Skills
 
Negotiation
NegotiationNegotiation
Negotiation
 
You can Negotiate Anything
You can Negotiate AnythingYou can Negotiate Anything
You can Negotiate Anything
 
Introduction of International Business Negotiation
Introduction of International Business NegotiationIntroduction of International Business Negotiation
Introduction of International Business Negotiation
 
Negotiation
NegotiationNegotiation
Negotiation
 
Negotiations - the art of getting things done
Negotiations - the art of getting things doneNegotiations - the art of getting things done
Negotiations - the art of getting things done
 
Negotiating wisely for a positive outcome
Negotiating wisely for a positive outcomeNegotiating wisely for a positive outcome
Negotiating wisely for a positive outcome
 
Negotiation skills
Negotiation skillsNegotiation skills
Negotiation skills
 
The Ultimate Contract Negotiation Guide
The Ultimate Contract Negotiation GuideThe Ultimate Contract Negotiation Guide
The Ultimate Contract Negotiation Guide
 
Negotiation skills
Negotiation skillsNegotiation skills
Negotiation skills
 
My Personal Negotiation style
My Personal Negotiation styleMy Personal Negotiation style
My Personal Negotiation style
 
Conflict Management & Negotiation Skills
Conflict Management & Negotiation SkillsConflict Management & Negotiation Skills
Conflict Management & Negotiation Skills
 

Destaque

5 quick steps to win win negotiation
5 quick steps to win win negotiation5 quick steps to win win negotiation
5 quick steps to win win negotiationMohammed Gamal
 
Negotiation strategies
Negotiation strategiesNegotiation strategies
Negotiation strategiesalybaker
 
Mastering negotiation skills pdf
Mastering negotiation skills pdfMastering negotiation skills pdf
Mastering negotiation skills pdfgihan aboueleish
 

Destaque (6)

NEGOTIATION
NEGOTIATIONNEGOTIATION
NEGOTIATION
 
5 quick steps to win win negotiation
5 quick steps to win win negotiation5 quick steps to win win negotiation
5 quick steps to win win negotiation
 
Negotiation Tactics
Negotiation TacticsNegotiation Tactics
Negotiation Tactics
 
Negotiation strategies
Negotiation strategiesNegotiation strategies
Negotiation strategies
 
Win Win Negotiations
Win Win NegotiationsWin Win Negotiations
Win Win Negotiations
 
Mastering negotiation skills pdf
Mastering negotiation skills pdfMastering negotiation skills pdf
Mastering negotiation skills pdf
 

Semelhante a Generic negotiation presentation (feb 2011)

Risk and negotiation
Risk and negotiationRisk and negotiation
Risk and negotiationSam Nixon
 
Conflict Mediation
Conflict MediationConflict Mediation
Conflict MediationRussell Kunz
 
negotiationskills.pdf
negotiationskills.pdfnegotiationskills.pdf
negotiationskills.pdfEfendys
 
negotiationskills.pdf
negotiationskills.pdfnegotiationskills.pdf
negotiationskills.pdfEfendys
 
Conflict presentation
Conflict presentationConflict presentation
Conflict presentationSharia Brock
 
10. Negotiation and Conflict Management in Project Management, 12th Oct 2015
10. Negotiation and Conflict Management in Project Management, 12th Oct 201510. Negotiation and Conflict Management in Project Management, 12th Oct 2015
10. Negotiation and Conflict Management in Project Management, 12th Oct 2015Association for Project Management
 
Negotiation Techniques
Negotiation TechniquesNegotiation Techniques
Negotiation TechniquesAmy Bakewell
 
Takeaways from the international bestseller: "Getting to Yes"
Takeaways from the international bestseller: "Getting to Yes"Takeaways from the international bestseller: "Getting to Yes"
Takeaways from the international bestseller: "Getting to Yes"BuyerZone
 
Negotiating Skills
Negotiating SkillsNegotiating Skills
Negotiating SkillsAshit Jain
 
Negotiation getting to yes
Negotiation    getting to yesNegotiation    getting to yes
Negotiation getting to yesAman Tong
 
Negotiation Skills and Conflict Handling
Negotiation Skills and Conflict HandlingNegotiation Skills and Conflict Handling
Negotiation Skills and Conflict HandlingZiaur Rahman
 
Conflict Management
Conflict ManagementConflict Management
Conflict Managementbucpunar
 
Negotiations - extracts from course by George J. Siedel
Negotiations - extracts from course by George J. SiedelNegotiations - extracts from course by George J. Siedel
Negotiations - extracts from course by George J. SiedelDmitryus
 
Negotiation and Conflict Resolution - Entrepreneurship 101 (2013/2014)
Negotiation and Conflict Resolution - Entrepreneurship 101 (2013/2014)Negotiation and Conflict Resolution - Entrepreneurship 101 (2013/2014)
Negotiation and Conflict Resolution - Entrepreneurship 101 (2013/2014)MaRS Discovery District
 

Semelhante a Generic negotiation presentation (feb 2011) (20)

Putnam 2011
Putnam 2011Putnam 2011
Putnam 2011
 
Risk and negotiation
Risk and negotiationRisk and negotiation
Risk and negotiation
 
Conflict Mediation
Conflict MediationConflict Mediation
Conflict Mediation
 
negotiationskills.pdf
negotiationskills.pdfnegotiationskills.pdf
negotiationskills.pdf
 
negotiationskills.pdf
negotiationskills.pdfnegotiationskills.pdf
negotiationskills.pdf
 
Conflict presentation
Conflict presentationConflict presentation
Conflict presentation
 
Negotiation skills
Negotiation skillsNegotiation skills
Negotiation skills
 
10. Negotiation and Conflict Management in Project Management, 12th Oct 2015
10. Negotiation and Conflict Management in Project Management, 12th Oct 201510. Negotiation and Conflict Management in Project Management, 12th Oct 2015
10. Negotiation and Conflict Management in Project Management, 12th Oct 2015
 
Negotiation ppt
Negotiation pptNegotiation ppt
Negotiation ppt
 
Negotiation Techniques
Negotiation TechniquesNegotiation Techniques
Negotiation Techniques
 
Takeaways from the international bestseller: "Getting to Yes"
Takeaways from the international bestseller: "Getting to Yes"Takeaways from the international bestseller: "Getting to Yes"
Takeaways from the international bestseller: "Getting to Yes"
 
Negotiating Skills
Negotiating SkillsNegotiating Skills
Negotiating Skills
 
Negotiation getting to yes
Negotiation    getting to yesNegotiation    getting to yes
Negotiation getting to yes
 
Negotiation Skills and Conflict Handling
Negotiation Skills and Conflict HandlingNegotiation Skills and Conflict Handling
Negotiation Skills and Conflict Handling
 
Negotiating and conflict management
Negotiating and conflict managementNegotiating and conflict management
Negotiating and conflict management
 
Conflict Management
Conflict ManagementConflict Management
Conflict Management
 
Q6 10
Q6 10Q6 10
Q6 10
 
Getting yes
Getting yesGetting yes
Getting yes
 
Negotiations - extracts from course by George J. Siedel
Negotiations - extracts from course by George J. SiedelNegotiations - extracts from course by George J. Siedel
Negotiations - extracts from course by George J. Siedel
 
Negotiation and Conflict Resolution - Entrepreneurship 101 (2013/2014)
Negotiation and Conflict Resolution - Entrepreneurship 101 (2013/2014)Negotiation and Conflict Resolution - Entrepreneurship 101 (2013/2014)
Negotiation and Conflict Resolution - Entrepreneurship 101 (2013/2014)
 

Generic negotiation presentation (feb 2011)

  • 1.
  • 2.
  • 3. Dispute Resolution Spectrum Party Control Third Party Control Negotiate Mediate Arbitrate Litigate
  • 4. Negotiating Styles Concern for Other person Concern for self Avoiding Compromising Competing Distributive “ Win-lose” Integrative Collaborating Problem solving ”win-win” Yielding/ Accomodating High Low Low High Assertion
  • 5.
  • 6.
  • 7.
  • 8.
  • 9.
  • 10.
  • 11.
  • 12.
  • 13.
  • 14.
  • 15.
  • 16.
  • 17.
  • 18.
  • 19.
  • 20.
  • 21.
  • 22. Interests: the “Iceberg” Positions Issues Interests
  • 23.
  • 24.
  • 25.
  • 26.
  • 27.
  • 28.
  • 29.
  • 30.
  • 31.
  • 32.
  • 33.
  • 34.
  • 35.
  • 36.
  • 37.
  • 38.
  • 39.
  • 40.
  • 41.
  • 42.
  • 43.
  • 44.
  • 45.
  • 46.
  • 47.
  • 48.
  • 49.
  • 50.

Notas do Editor

  1.   This is a mostly non-verbal negotiation, but done in conscious structured and effective way; used six tools Be dispassionate; emotion destroys negotiations; be calm Prepare, even if for seconds; collect your thoughts Find the decision maker; gate agent wouldn’t change policy Focus on goals, not on who is right; proving you were right of little use here Make human contact; people are everything Acknowledge the other party’s position and power, valuing them
  2. Films Wall Street with Michael Douglas (Before I get angry Managing the other personk
  3. Negotiating Team if any Who should be present? What is each person’s role? Key decision-makers
  4. What will we present? Facts Documents Interests Proposal or Demand Who will be our presenters?
  5. Fortune Cookie with Walter Matthau- bargaining aganst themselves; forced other guy to open We tend to focus too much on our own goals or some of us focus too much on the other’s goals and forget about our own
  6. Key is to find out what the problem really is Often different from what you think Get at the individual interest Great negotiators have a note on their pad that says “is this their real interest”
  7. Ransom with Mel Gibson We often underestimate leverage We should sit in their chair and imagine how they would feel if you walked away
  8. Open ended questions Avoid leading questions; avoid blaming; avoid making people feel you are analyzing them Op